Job Description

Job Summary

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HMS Networks is seeking a dynamic, technically credible and results-driven Business Development Manager to lead Pan-India growth in the Oil & Gas sector. Proven Oil & Gas market experience is mandatory. Exposure to Chemical, Petrochemical and Pharmaceutical industries will be considered an added advantage.

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The role will drive new customer acquisition, strategic account development, specification and design-in opportunities, EPC and consultant engagement, and channel-led growth. The successful candidate will connect customer business and operational challenges with relevant HMS Networks solutions across industrial networking, edge connectivity, protocol integration, secure remote access, visualization and IIoT.

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Key Responsibilities :

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1. Oil & Gas Market Development

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- Own and execute the Pan-India business development strategy for Oil & Gas across upstream, midstream and downstream segments.
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- Identify and develop opportunities with end users, EPCs, engineering consultants, package and skid OEMs, system integrators, automation partners and channel partners.
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- Build a prioritized target-account plan covering refineries, terminals, pipelines, gas distribution, well sites, compressor stations, tank farms and related process facilities.
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- Develop opportunities around remote monitoring and control, pipeline and leak monitoring, tank farm automation, compressor monitoring, environmental and emissions monitoring, and skid-based systems.
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- Position HMS Networks as a trusted industrial connectivity and data solutions partner for new projects, modernization, brownfield integration and digitalization initiatives.
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2. Strategic Selling and Account Growth

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- Apply the Win, Grow and Keep approach to acquire strategic customers, expand share of wallet and build durable relationships.
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- Engage decision-makers and influencers across operations, projects, engineering, maintenance, instrumentation, automation, IT and OT, procurement and plant leadership.
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- Lead consultative and technical discovery discussions to identify customer pain points, quantify business value and develop fit-for-purpose solution proposals.
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- Drive specification, approved-vendor, proof-of-concept and design-in activities with end users, EPCs, consultants and OEMs.
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- Develop cross-selling and up-selling opportunities across relevant HMS brands and solution portfolios.
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3. Solution and Application Development

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- Collaborate with solutions and technical teams to map customer requirements to rugged industrial Ethernet, protocol conversion, edge data acquisition, secure remote access, HMI, SCADA and cloud connectivity solutions.
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- Articulate value in terms of uptime, real-time visibility, reduced site travel, faster maintenance, legacy-up-to-date integration, scalability, cybersecurity and lower total cost of ownership.
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- Support solution workshops, demonstrations, evaluations, trials and proof-of-concept programs, with clear success criteria and conversion plans.
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- Understand project requirements for harsh-area deployment and coordinate the correct product and certification fit with internal technical experts.
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4. Channel, EPC and Ecosystem Development

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- Develop and enable distributors, system integrators and solution partners with account plans, opportunity reviews, joint customer calls and vertical-specific campaigns.
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- Build relationships with EPCs, process licensors, consultants and engineering houses to create early-stage project influence and specification opportunities.
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- Identify capability gaps in the partner ecosystem and recommend onboarding or development actions to improve Oil & Gas coverage across India.
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- Coordinate with global and APAC teams where multinational accounts or cross-border projects require alignment.
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5. Commercial Execution and Governance

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- Build and maintain a healthy, qualified sales pipeline with accurate opportunity stages, values, close dates, actions and risks in CRM.
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- Prepare account plans, forecasts, win-loss analysis, competitive intelligence and regular business reviews.
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- Deliver agreed order intake, revenue, margin, design-win and strategic-account objectives.
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- Work closely with Marketing, Product Management, Technical Support and regional teams to execute vertical campaigns, seminars, trade shows and customer events.
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- Monitor market trends, project activity, customer requirements and competitor positioning to identify growth opportunities and guide go-to-market priorities.
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Qualifications and Experience

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Mandatory Requirements

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- Bachelor's degree in Engineering, Instrumentation, Electronics, Electrical, Automation, Computer Science or a related discipline. An MBA is an advantage.
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- 12 to 18 years of experience in business development, strategic sales, technical sales or solution sales within industrial automation, industrial networking, industrial communication or IIoT.
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- Demonstrated and recent experience selling into the Oil & Gas sector in India. This is a mandatory selection criterion.
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- Working knowledge of upstream, midstream and downstream customer structures, applications, project cycles and buying ecosystems.
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- Established ability to engage end users, EPCs, consultants, OEMs, system integrators, distributors and channel partners.
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- Understanding of industrial communication and automation environments, including PLC, DCS, SCADA, HMI, industrial Ethernet, serial communication, protocol gateways, edge connectivity, remote access and cloud or IIoT integration.
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- Proven track record of new-business creation, strategic-account development, specification or design-in selling, and revenue growth.
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- Ability to independently manage a Pan-India territory and travel approximately 50%.
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Preferred Industry Exposure

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- Additional business development or solution-selling experience in Chemical, Petrochemical and Pharmaceutical industries.
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- Experience with process plants, hazardous or harsh industrial environments, brownfield modernization, remote assets and mission-critical operations.
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- Familiarity with industrial protocols such as Modbus, EtherNet/IP, PROFIBUS or PROFINET, MQTT and OPC UA is desirable.
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- Exposure to industrial cybersecurity, secure remote connectivity, managed industrial switching, edge computing, protocol conversion, data logging and visualization is desirable.
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Core Competencies

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- Oil & Gas domain credibility and strong customer network
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- Hunter mindset with disciplined strategic-account development
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- Consultative and value-based solution selling
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- Technical curiosity and ability to simplify complex connectivity challenges
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- Robust stakeholder management across customer, partner and internal teams
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- Commercial acumen, negotiation and closing capability
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- Clear communication, presentation and executive engagement
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- CRM discipline, forecasting accuracy and data-led decision-making
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- High ownership, integrity, resilience and willingness to travel
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Key Success Measures

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- Growth of qualified Oil & Gas pipeline and conversion into orders and revenue
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- Current strategic customers acquired and existing key accounts expanded
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- Number and quality of project specifications, approvals, design-ins, trials and reference wins
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- EPC, consultant, OEM, system integrator and channel opportunities developed
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- Forecast accuracy, CRM hygiene and timely execution of opportunity action plans
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- Expansion into selected Chemical, Petrochemical and Pharmaceutical accounts where relevant
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📌 Business Development Manager (Pune)
🏢 HMS Networks
📍 Pune